Posted on February 27th, 2009 by Dave Stein
I’ve delivered lots of webinars over the years, working with all the well-know providers and others as well. With only two exceptions where the audio was lost for all the participants, I’ve had very good experiences. That’s not by accident. My content is always relevant to the audience, I rehearse, I’m facile with the technology, [...]
Filed under: Marketing, Presentations, Professionalism, Technology | 7 Comments »
Posted on February 25th, 2009 by Dave Stein
ESR has a unique perspective on sales performance improvement. We don’t deliver sales training or sales consulting. We’re sales training industry observers, analysts, researchers and advisors to our clients on what works in sales effectiveness and training. Here’s what’s been going on at ESR: A large client in the financial services sector is working very [...]
Filed under: Buyers, Competition, Economy, Hiring, Measurement, Methodology, On the Road, Opportunity Management, Presentations, Research, Sales 2.0, sales process, Sales Strategy, Sales Training Companies | 4 Comments »
Posted on February 22nd, 2009 by Dave Stein
Last month the National Center for Health Statistics revealed that nearly 70 percent of Americans are overweight. Thirty-four percent of those people are not merely overweight—they are obese. Do you think the silver bullet for all these people is the 231st diet? Probably not. What do you think the solution is? Take a look at [...]
Filed under: Methodology, sales process, sales training, Sales Training Companies | 12 Comments »
Posted on February 19th, 2009 by Dave Stein
Most companies we work with at one point or another ask us to review their approach to sales meetings. Many sales managers, having no idea how to run a sales meeting, just wing it. The meetings are of little value to the reps and leave the sales managers embarrassed and often seen as incompetent in [...]
Filed under: Interview, Professionalism | 7 Comments »
Posted on February 16th, 2009 by Dave Stein
Years ago I was based in Europe, opening up operations there for Datalogix International, an ERP software company. Datalogix “wound up” in Europe after selling a large deal to a Boston-based adhesives company, Bostik. Bostik came to us with a problem: the were being sold by their parent company, Black & Decker, and Bostik had [...]
Filed under: Buyers, On the Road, Professionalism, Relationships, Sales Strategy | 9 Comments »
Posted on February 12th, 2009 by Dave Stein
Hey, I have a proposition for you. I had a really bad experience with Dearborn Trade Press (now Kaplan Financial Publishing) with my book, How Winners Sell, Second Edition. It’s no longer in print, although companies seem to be able to find copies somehow when I come in to present at their sales kick-offs and [...]
Filed under: Big Wins, Book Recommendation, Competition, Dave Stein, Sales Strategy | 6 Comments »
Posted on February 11th, 2009 by Dave Stein
The folks at SmartDraw sent me a review copy of their business graphics package. I love good software. This is good software. I rendered that “No Sales Tips” sign in the left column in less than five minutes from an existing template. I seem to be in sign mode these days. The one on the [...]
Filed under: Presentations, Professionalism | 1 Comment »
Posted on February 10th, 2009 by admin
Welcome to WordPress. This is your first post. Edit or delete it, then start blogging!
Filed under: Uncategorized | 1 Comment »
Posted on February 9th, 2009 by Dave Stein
When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, their Chief Marketing Officer. Elizabeth brought Miller Heiman into four telecommunications companies where she had previously worked. She joined the Miller Heiman team last June as a sales VP and took over marketing three months ago. Elizabeth shared with me [...]
Filed under: Buyers, CRM, Economy, Marketing, Methodology, Opportunity Management, Relationships, sales training, Sales Training Companies, Technology | 3 Comments »
Posted on February 5th, 2009 by Dave Stein
It was an exciting week. I started out in St. Paul on Sunday afternoon. I was there Monday and Tuesday to attend a few meetings with a special client, deliver a few presentations, facilitate some discussions and attend their annual sales awards dinner. It was two of the best days I’ve ever spent with a [...]
Filed under: Big Wins, coaching, Methodology, Professionalism | 9 Comments »
